Many salespeople are losing sales because of fundamental mistakes that are often easy to correct, but difficult to identify. Schiffman carefully outlines the 25 most common of these mistakes and explains concisely how to address and resolve them.
America's #1 corporate sales trainer, Stephan Schiffman, debunks the 25 most popular myths that cost salespeople money every day.
America's top sales trainer Stephan Schiffman provides you with a unique syllabus that will help you land a coveted sales position-and lead the force in sales once you're there.
Stephan Schiffman, America's #1 corporate sales trainer, delivers more of the simple, direct, easy-to-apply sales advice that has helped thousands of businesses around the world.
Game-changing terms every salesperson should know Wouldn't you like your prospects to know that you can help them develop new solutions, create substantial efficiencies, and improve profit margins? In order for them to even give you the time of day, though, you'll need to be prepared with the words and phrases that will get you in the door. Stephan Schiffman, America's number-one corporate sales trainer, has gathered a powerful list of words and phrases that every successful salesperson needs in order to gain the competitive edge, leave a lasting and positive impression, and ultimately make a sale. Pulled from his sessions and key discussion points, these important terms will help you: Turn leads into prospects. Learn more about your clients' needs. Convey the ability to meet your clients' demands. Overcome objections during negotiations. With The 250 Power Words That Sell, you will watch your performance soar as you beat out the competition and surpass quota every quarter!
In the 250 sales questions to close the deal, America's #1 corporate sales trainer provides 250 questions and answers that help win the deal. Written in the quick, easy, accessible style that has become the trademark of bestselling author Stephan Schiffman, the book offers an all-new format and a wealth of practical information for newcomers and veterans alike. Schiffman offers readers cutting-edge sales questions in six core areas: Initiate contact and build rapport Figure out what the other person does Help secure a next step with a prospect Craft the right presentation Cope with setbacks or obstacles Negotiate and finalize the best deal.
In Ask Questions, Get Sales, sales guru Stephan Schiffman teaches you how to strengthen your questioning skills during the sales process in order to get more sales.
Beat Sales Burnout is the perfect antidote for salespeople who need a boost. The time-tested strategies in this book help readers overcome job burnout, turn destructive stress into creative stress, increase productivity and make sales slumps a thing of the past. Salespeople have to be on their game 100 percent of the time. The proven strategies for self-renewal in this book provide today's sales professionals with quick fixes for getting through the day, the week, the quarter and the year with their attitudes - and their incomes - on the upswing. The author shows readers how to: Take control of the day; Use the LBE Formula - live, breathe and enjoy your job; Focus on strengths, not weaknesses; Make realistic income forecasts; Improve relationships with sales managers; Also includes a special section for managers on hiring, managing and retaining burnout-free sales teams.
The proven strategies for self-renewal in this book provide today's sales professionals with quick fixes for getting through the day, The week, The quarter and the year with their attitudes - and their incomes - on the upswing.
If you've been selling for years-before the advent of Google, IM, and the BlackBerry-you may feel you're being passed by a new generation of salespeople. You know you've got years of experience and knowledge, but how do you keep up to date while letting others know about your value to the business? The Career Salesperson is the perfect resource to help you retain your competitive edge in the marketplace. With his trademark practical advice and strategies, Stephan Schiffman guides you through decisions you must make every day: Should you shift to a company with an older boss? How can you refresh and reenergize yourself? How can you get a handle on new sales-related technology? How can you use your wisdom and experience to get ahead at work? This book includes advice on aging from such luminaries as Elie Wiesel, Robert B. Parker, and Larry Gelbart. With this book at your side, you'll regain your advantage and watch your commissions soar!
Many salespeople can line up prospects, recite the benefits of their product or service, and stir the interest of their client. But when it comes to actually closing the deal, they fail and the sale falls apart. That's where sales guru Stephan Schiffman comes in#151;and saves the sale. In this book, Schiffman reveals the pioneering techniques that have helped more than half a million salespeople nail the sales that matter. This book includes chapters on: the four words to avoid during meetings why salespeople shouldn't mix business with pleasure the most important word when closing a sale working existing accounts
This special anniversary edition of his perennial bestseller, Cold Calling Techniques (That Really Work!), provides you with all of the right tools for turning prospects into meetings, and meetings into big sales.
Offers proven strategies that help both new and seasoned sales professionals more effectively reach decision-makers, make appointments, deliver high-quality pitches, as well as invaluable advice on how to increase the number of calls placed, improve closing ratio, and beat the competition.
a book for beginning consultants
The sales culture of the twenty-first century is one where decisions are often made on the fly, calls are not thought out, and communication is based on onscreen ramblings, hitting Òsend,Ó and seeing what happens next. While e-mail has made it easier for salespeople to communicate than ever before, itÕs crucial to your success that your message is clear, concise, and to the point. Renowned sales guru Stephan Schiffman understands the unique benefits and challenges of using e-mail as a sales tool. E-mail Selling Techniques delivers dependable strategies to help you understand when and how to use e-mail to communicate with a client or prospect. E-mail Selling Techniques offers essential guidelines for: * The proper length and format of sales e-mails * Advice on tone and content * Tips for writing attention-grabbing subject lines * Identifying when a phone call might be more appropriate If you rely on computers and portable e-mail devices to do business, Stephan Schiffman will show you how to use technology to your advantage and get the deal done.
If you rely on computers and portable e-mail devices to do business, Stephan Schiffman will show you how to use technology to your advantage and get the deal done.
For sales managers, the need to keep key accounts happy--and growing--is just as important as closing the first deal. In Mastering Your Key Accounts, world-renowned sales guru Stephan Schiffman teaches sales managers to identify key team players, and build alliances to conquer vital territories through developing a Major Account Mapping worksheet. Armed with Schiffman's dynamic action plan, readers can generate new business, penetrate new accounts, and maximize existing relationships with key clients.
Sales is all about negotiation. Price. Delivery. Terms. And every day, salespeople leave money on the table. They just don't have the skills to get what they want. Now Stephan Schiffman, drawing on years of experience, shows you how to nail the sale, hit quotas, and boost the bottom line. Schiffman-style negotiation is all about getting the best deal. And he outlines specific techniques to get there. Things can be tough out there. But with Schiffman's negotiation skills in your pocket, you can do battle and win.
Packed with insider information you need to beat the competition, you can't afford not to read Stephan Schiffman's Sales Essentials!
Sales Guru Stephan Schiffman shows you how to give your presentation the ultimate wow factor.
Some people are born to sell. Stephan Schiffman is not one of those people. But he is one of the best salespeople around? because he patiently and carefully trained himself to watch born salespeople and learn how they did it. Now this acclaimed sales guru passes these secrets of successful selling on to you: Attitude is money Right attitude, right look Warming up to cold calling Getting the appointment Closing the deal If you follow Stephan Schiffman's winning formula, you can discover the right words and the right approach because you've not only learned to sell'you've learned to sell like the best.
Times are tough all over. Wall Street is shivering and consumer confidence is dropping like a rock. Yet it's possible for the enterprising salesperson to still gain prospects, sign new clients, and close the deal. All it takes is persistence, energy, some new thinking, and the advice of Stephan Schiffman, American's top corporate sales trainer. Schiffman shows you how to: Treat customers individually Make life easier for customers in bad times Show that bad times won't last forever Reorient their thinking now to prepare for the future Across America, the sales landscape is changing swiftly. But even in an economic downturn, salespeople can survive'and thrive! The key to success is to learn how to sell when no one is buying.
Chock-full of expert insider advice to put you at the top of the sales game, Stephan Schiffman's 101 Most Successful Sales Strategies shows you how to beat out your competition and become number one in the field-starting now!
By providing one concise, easy-to-read chapter for each daily coffee break, Stephan Schiffman's Telesales, Second Edition has the power to transform your career and help you post noticeable increases in your numbers in just ten working days and transform your career after a mere twenty-one.
Now you can join the hundreds of thousands of salespeople who have followed Stephen Schiffman's advice and watch your performance soar.
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